Profile: Carol Leonard AltoPartners Operating Committee Member / Managing Partner The Inzito Partnership UK

Regarded by the Financial Times as the “Doyenne of Boardroom Headhunters in the UK” and “The Headhunters Queen Bee” by The Guardian, Carol Leonard has cemented her reputation as one of the best headhunters in the city. Beginning her career as a financial journalist and working with The Times, The Evening Standard and Channel Four, Carol quickly networked with powerful captains of industry becoming a confidant, unofficial advisor and trusted friend to many city and industry leaders. People sat up and took notice of Carol and in true executive search style, Carol caught the attention of Miles Broadbent, then one of the best headhunters in town. Over a lunch at The Savoy Hotel, Miles Broadbent offered Carol a job, beginning her executive search career at Norman Broadbent. Prior to its acquisition by Whitehead Mann in 2004, Carol was the Chief Executive and founder of Leonard Hull International. Carol then ran the Board Practice at Whitehead Mann for five years.

Carol’s career as a journalist has aided her success in executive search – both require very similar skill sets, particularly a fine understanding of people and the broader business environment. A well-managed Rolodex of key contacts is important, however creating a trusted network that enables one to access senior level industry players will only be accomplished through a solid reputation and being in a trusted position. Not only does Carol possess these qualities, but so do her team at The Inzito Partnership UK. Founded in 2009, Carol and her directors are considered to be amongst the most respected headhunters in UK. Carol is head of Board Practice at The Inzito Partnership.

Carol Leonard: Insights on Success

What are the most important qualities search consultants must possess to have a real impact with clients?

There are a number of interrelated and equally important qualities, but first and foremost there is no substitute for hard work, particularly the behind-the-scenes processes that clients are not exposed to or aware of. No short cuts can be taken and you certainly can’t wing it. You must have a good eye for detail, with quality control down the line so that you deliver the whole search process really well. A successful search consultant has the skill to lead but not to dominate or be ego driven and is always comfortable to let the client be the dominant one while you offer support and guidance to steer the process.

What do you, and the Inzito team, do to distinguish Inzito from your competitors?

It is a manifestation of the qualities described above, but added to that we genuinely care about our clients, and our candidates. We worry about their assignments, we get involved in the client to the point of truly understanding their businesses, worrying about the challenges they face and we are passionate about their successes. We think one step ahead and constantly apply out of the box solutions – we stay calm and are able to deliver to the client despite any crisis going on in their businesses. We are honest with our clients and candidates and believe in transparent communications throughout the assignment process. This instills a sense of trust and faith in us. Plus, of course, we have minimal off limits and the link with AltoPartners supports that. We are proud of our exceptionally high completion rate and the fact that our assignments are completed timeously.

Why do your team love working at The Inzito Partnership?

Inzito is a happy place to work – we are a group of nice people who enjoy working together and who value and respect each other. The people in the firm have shared values and possess a strong moral and ethical compass, which means that we work in a similar way with dedication, drive and commitment to doing the right thing. Inzito has a flat structure, we all pull our weight and work together, and our open door policy means that everyone in the firm has a voice and is heard. Although we are deadly serious about our clients and candidates, we have fun together. The office is filled with banter and laughter and we also have a policy that no one works on their birthday!

Are there aspects from your personal life that have an impact on your professional successes?

Yes naturally the nature of the work we do means that we are always networking and client service means that you have to be willing to work anywhere and at any time. Your private and your professional life become entwined and your lives mingle with the lives of your clients. You network, you build trust, you engage and you become loyal confidants to one another. You even offer career advice to each other’s children and you are aware of their career moves and in turn expand your network to the next generation. On a personal note, I have become passionate about daily yoga and meditation – this helps keep me calm, focused and gives me a grounded sense of perspective. It helps me to step back, to see other people’s perspectives, to view situations in a holistic manner. It makes you more empathetic, and it has also helped me to manage complex work situations more effectively.

Why do clients keep coming back to work with you?

Other than the high completion rate and success of our assignments, we take a personal approach with our clients. We don’t have a leveraged service model. The clients get what they think they are getting – the team that pitches on the work will also execute the search work, from mapping the market to sourcing calls, approach calls, referencing and interviews. What you see is what you get – this approach instills a greater level of trust with our clients. We are always very clear from the outset about who is going to be working on a search, we believe in the right “fit” between our clients and consultants and will work to ensure that level of comfort is always felt. We recently won a big CFO search because of this approach and managed to complete the whole search in less than seven weeks. Clients are willing to pay a premium to buy a higher quality, bespoke senior level service. They expect and deserve the best and we do our best to more than deliver on that expectation.

What advice do you have for people who want to advance in their careers?

Work hard – there is no substitute for that. Pay attention to detail in every sense and always check facts and be accurate. Treat your colleagues as you would your clients. Consistently make an effort, go the extra mile. Network. Look the part, act the part and sound the part. Be knowledgeable and take an interest in learning. Be confident but don’t be arrogant. Establish your values and adhere to them.

Carol holds a degree in politics and international studies from Southampton University and is a Visiting Fellow of the Saïd Business School, at the University of Oxford.